Area Sales Manager

Position Overview

The Area Sales Manager for the HVAC Rental Business will work closely with the Regional Leadership Team (RGM/Controller) and VP of Sales to develop, implement, and execute sales strategies aimed at accelerating overall sales revenue, increasing market share, and enhancing profitability within the region. A key focus of this role is to coach and empower the sales team, enabling them to reach their full potential both individually and as branches.

Job Duties/Responsibilities

• Develop and maintain senior-level relationships and revenue with Key and Target accounts/sectors within assigned area.
• Foster an account management culture within the organization, taking a hands-on approach to nurturing top accounts.
• Lead the assigned area sales team in achieving strategic goals in revenue generation, profit attainment, and market share by employing an effective sales management process and rigorous CRM activities.
• Proactively address and resolve any sales channel conflicts and customer issues in a professional manner.
• Maintain a strong field presence to support the development of the sales team.
• Maximize contribution margins by refining pricing strategies for all products and services, considering business objectives and competitive factors.
• Assist Regional Leadership Team with opportunity management and forecasting processes.
• Monitor and enforce selling expense targets to ensure adherence to budgetary guidelines.
• Distribute and ensure adherence to regional sales plans, striving to keep 100% of the sales team at or above their individual sales targets throughout the year.
• Recommend performance improvement plans to the Regional Leadership Team when necessary, including enforcement and documentation of progress.
• Facilitate monthly pre-call planning and observe calls to provide coaching notes focused on personal development, deal closure techniques, and innovative deal structuring.
• Engage with local and area industry trade associations such as BOMA, MCA, AGC, etc. Explore strategic membership opportunities through individual team member participation.
• Work closely with Branch Operations and Sales Administration to optimize service and sales support costs, thereby improving the region's overall financial performance.
• Stay informed about market trends and competitor actions. Build relationships within the industry to enhance awareness of the competitive landscape, and proactively develop strategies to respond to emerging trends.
• Effectively coach and train all area sales personnel, with a focus on direct reports. Promote continuous improvement in performance management and personal development processes.
• Foster customer loyalty by ensuring processes are in place to enhance and continually improve customer satisfaction.
• Analyze target account requirements and devise penetration strategies to boost market share.

Requirements

• A minimum of 10 years of sales and sales management experience in industrial products, particularly within the HVAC rental business, is required.
• Strong background in structured sales processes and pipeline management is critical.
• A Bachelor’s Degree in Engineering, Marketing, Business, and/or related vocational field is a plus.
• Demonstrated leadership ability to motivate and mentor a sales force.
• Experience in coaching and training individuals with varying levels of experience is necessary for fostering growth.
• Personal experience and in-depth understanding of CRM usage, pipeline development, and business forecasting.
• Excellent communication and negotiation skills, adaptable to various stakeholders.
• The ideal leader will be seen as an expert resource by customers, a supportive leader by their team, and a collaborative partner by operational teams.
• A strategic mindset is essential. Must be adept at developing long-term plans, utilizing data-driven analysis to identify high-return customers and strategies.
• A strong understanding of business financials, market segmentation, customer requirements, and trends impacting the business is vital.
• Willingness to travel approximately 50-70% of the time, with flexibility as business needs fluctuate.
• Valid driver’s license with a clean driving record.
• Ability to successfully pass pre-employment background and drug screenings.

Benefits

• Competitive pay
• Quarterly bonus opportunities
• Health, Vision, and Dental Insurance
• Life Insurance
• 401k with company match
• Paid time off (vacation, sick days, holidays)
• Career development
• Employee discount programs